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Business Development - The Missing Link Between Marketing and Sales - Nobl02 PDF
Business Development - The Missing Link Between Marketing and Sales - Nobl02 PDF
Business Development
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Business Development - The Missing Link
between Marketing & Sales
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Business Development - The Missing Link
between Marketing & Sales
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Business Development - The Missing Link
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Business Development
Linked-In:
https://www.linkedin.com/groups?home=&gid
=1850284&trk=anet_ug_hm
be.linkedin.com/in/paulvandenbrande/
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Business Development - The Missing Link
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Reflections.
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Business Development IQ
What you can read in this paper:
4. Influencers, Affluent.
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Objections or excuses.
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Influencers, Affluent.
1. Time Saved.
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As translated further:
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Marktcontacten Contacts
Aankondigingen Brand Sirening
Publicaties Publications
Belangstellenden Suspects
Geïnteresseerden Qualified Suspects
Informatieverzoeken RFI
Prospects & leads Prospects & Leads
Offertes Offers
Projecten Projects
Opdrachten Contracts
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Best wishes,
Hope it helps,
Meg - http://alturl.com/p63ek
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Business Development - The Missing Link
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... Implement
... Repeat A and B.
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Insight....
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o Where it is used.
o How many buyers for the product.
o How many competitors.
o Differences between yours and competition
o People skills.
o Negotiation skills.
o Learning to sign forand say thank you for
the current and future businesses in
advance.
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Vision.
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Relationships building.
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Add:
o Listen
o Do what you say you are going to do
o Connect people
Excellent attention/focus on
building/fostering/nurturing relationships.
Integrity, with a capital "I".
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Experience...
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Great instinct.
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Creative.
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Competible.
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Need entrepreneurship!
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Multi skills.
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Creative
Being Genuine!
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STEP #8. After you have found out that they may
want to buy your offering, state a rough cost
right then to your suspect for the solution and
ask if there is a budget for implementing the
concept if it’s a worthwhile idea. Don’t even think
of continuing the sales process without knowing
the answer to this question. It tells you if you can
proceed with your idea & also lets you ask and
understand the company’s usual process for
evaluating and ultimately purchasing your idea is.
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The points that are pointed out are true and also
very useful!! The one I like the most is to never
underestimate someone, even when they are the
least important person at the table. Everybody
has its strong and weak points. The key is to
assemble the strong ones and find others who fill
in the weak point.
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I've fallen into the Item #11 trap a few times and
I've learned my lesson all too well.
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Rainmaker.
Interpersonal skills.
Creativity.
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Passion!
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Conviction...!!
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Experience.....experience.....experience
(Adapted from the real estate business: location
....location....location)
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My understanding to BD:
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When no :
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Have an offer:
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Avoid:
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Try:
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Source:
http://www-
2000.ibm.com/partnerworld/industries/pdfs/Calli
ng_on_the_CEO.pdf
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Then you are well That is exactly why I ..Kite to one of the
placed, during a call you. other excuses… e.g.
personal meeting You tell me that (x
with me, to compare service/product) is
what your present too expensive, do
supplier offers and you mean that your
what we could actual supplier is to
possible mean for expensive?
you.
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Call me in 6
months:
Mr../Mrs.. I will
gladly do so.
What will have
changed within
your organization
so you will have
time in
(September) to
discuss on
..(topic)…. And
this is exactly
what I would like
to review with
you?
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Money
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What are the steps in your budgeting
process?
Authority
Desire
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Final Question
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When all is said and done.. will you look into the
mirror and ask yourself why you waited until it
was 'too late'...?
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Who’s counting?
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Dials/Mails 100
Sales € 20.000
Sales per Dial/Mail € 200
Commission rate 5%
Commission per € 10
dial/mail
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• Moderate-priority accounts.
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For example:
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Business-Development Cycle
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What If #5 Fails?
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Remember:
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Is it worth it?
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